There is a myth that selling by phone is a numbers game. If you dial the phone enough times, someone is going to say, 'yes.' Perhaps that was true years ago; it is certainly not true today. The reality is, with voice mail and gatekeepers, it is simply too hard to get business people on the telephone.
"When you finally do get a prospect on the phone, you had better have something compelling to say as you will probably not get a second chance," says telephone sales guru Wendy Weiss. “Telemarketing is a powerful tool for today's slowing economy. However, when done poorly, it is an agonizing and demoralizing experience for both callers and prospects alike,” she adds.
While the thought of cold calling strikes fear into the hearts of many salespeople, Weiss contends that it can be fun if done properly.
Weiss, who is known as the Queen of Cold Calling is passionate about selling via the phone. She has helped companies like Avon and ADP increase sales and has recently published an e-book entitled 101 Cold Calling Tips for Building New Customers in a Down Economy.
She advises callers to create "telephone theater" to build rapport and gain the interest of prospects. She also passes along tips on ways to bypass gatekeepers and voice mail and reach prospects directly.
The e-book, which sells for $17.95, is described in detail at http://www.salesdog.com/
About Wendy Weiss
Wendy Weiss, The Queen of Cold Calling, is an author, speaker, sales trainer, and sales coach. She is recognized as one of the leading authorities on lead generation, cold calling and new business development. She helps clients speed up their sales cycle, reach more prospects directly and generate more sales revenue. Her clients include Fortune 500 companies and thousands of smaller businesses and entrepreneurs throughout the country.
